Poor Lead Qualification More than half of salespeople fail to verify if potential prospects have a need for their products or services before making a sales pitch, according to MarketingSherpa’s 2011 B2B Marketing Advanced Practices Handbook. Doing pre-call...
InsideView today released some findings from our customer, Rosetta Stone, regarding their sales success in 2012. The stats? Rosetta Stone’s Corporate Sales team has increased lead-to-opportunity conversion rate by 22%, win rate by 12%, and average deal size by...
Every salesperson who’s been in the business more than a few months understands the sales cycle, but what of the buying cycle? Understanding the phases of the buying process will allow you to make adjustments to your sales pitch so it’s in line with your...
Objections almost always arise at the end of a deal. It’s a prospect’s final opportunity to back out, and prospects want to be 100% sure that buying your products or services is a good idea. Furthermore, at the end of a B2B sales cycle, proposals pass by legal...
Unfortunately, there is no silver bullet to lead scoring in B2B marketing. According to Craig Rosenberg and his post, 6 Reasons Why Everyone Needs a Lead Qualification Team, “If you send unqualified leads to sales, you will either fail or get minimal ROI from...
Teams can have trouble succeeding without a great coach. Hone your sales coaching techniques to help your outbound team grow opportunity generation for your organization. Follow these quick tips, and watch your outbound success soar: Determine the areas in which...